WEBVTT

00:00:00.080 --> 00:00:02.510
>> My name is Tom [inaudible].

00:00:02.510 --> 00:00:05.620
I am a middle market corporate
lender for PNC bank.

00:00:05.620 --> 00:00:11.120
Middle market is companies of
sizes between 30 and 500 million.

00:00:11.120 --> 00:00:14.660
I provide the working capital term financing.

00:00:14.660 --> 00:00:18.220
I work with five partners to provide
capital markets, so derivatives.

00:00:18.220 --> 00:00:22.710
FX transactions as well as treasury management

00:00:22.710 --> 00:00:25.320
which basically helps accelerate
the receivables,

00:00:25.320 --> 00:00:28.810
the way their pairables give them some interest
on the cash they have in their accounts.

00:00:28.810 --> 00:00:34.150
My institutional investments, 401k plans, that's
sort of jack of all trades, master of a few.

00:00:34.150 --> 00:00:37.090
One of the most exciting parts of
my job is we're never really sure.

00:00:37.090 --> 00:00:41.910
My most recent opportunity was a
company that recycles x-ray film.

00:00:41.910 --> 00:00:46.790
They actually put it through a chemical washing
process, extract the silver from the x-ray film,

00:00:46.790 --> 00:00:52.080
and then basically create refined bars of
silver that they then press into plate and rods

00:00:52.080 --> 00:00:54.880
for electro-wiring and soldering.

00:00:54.880 --> 00:00:56.370
Sell that in the market.

00:00:56.370 --> 00:01:01.040
So it's, aggregators come and collect x-ray
film from hospitals and then they deliver it

00:01:01.040 --> 00:01:06.070
to this guy to turn it into a finished product
and he obviously gets a fee for refining silver

00:01:06.070 --> 00:01:09.870
and also gets a fee for the
sale of finished goods.

00:01:09.870 --> 00:01:12.890
So as the relationship manager
you're sort of the quarterback.

00:01:12.890 --> 00:01:14.000
You establish the relationship.

00:01:14.000 --> 00:01:16.240
You establish, obviously the rapport.

00:01:16.240 --> 00:01:18.260
Then you're also the keeper of the credit.

00:01:18.260 --> 00:01:21.560
You work in partnership with the credit
officer so there's two person integrity

00:01:21.560 --> 00:01:27.730
but you basically control the, the core of the
relationship which is that credit component.

00:01:27.730 --> 00:01:30.570
That's what clients really want.

00:01:30.570 --> 00:01:32.060
That's what they're seeking.

00:01:32.060 --> 00:01:33.430
Credit isn't always the win.

00:01:33.430 --> 00:01:36.850
Often times it's a difficult to
generate any kind of positive revenue.

00:01:36.850 --> 00:01:39.020
You kind of break even on
the credit and then you work

00:01:39.020 --> 00:01:40.750
to deepen the relationship through [inaudible].

00:01:40.750 --> 00:01:44.720
And that's, in addition to the parts I
mentioned is also obviously wealth management,

00:01:44.720 --> 00:01:49.300
most of these owners and
senior executives are of means

00:01:49.300 --> 00:01:52.320
and obviously need a place to keep their assets.

00:01:52.320 --> 00:01:56.630
There's also insurance that we do, but there's
a different product partner that you're going

00:01:56.630 --> 00:02:00.730
to introduce to the client and
help deepen that relationship.

00:02:00.730 --> 00:02:04.300
My territory is primarily
Southeastern Pennsylvania, so it's,

00:02:04.300 --> 00:02:07.030
I'm home every night which I appreciate.

00:02:07.030 --> 00:02:11.040
That's a good way PNC has
their footprints established.

00:02:11.040 --> 00:02:16.090
But a typical day is usually
at least one client call.

00:02:16.090 --> 00:02:18.640
I try to get out and that's
either a client or a prospect,

00:02:18.640 --> 00:02:21.710
someone who we're currently doing business with
or someone we're interested in doing business

00:02:21.710 --> 00:02:25.450
with and then there's in the office, working
with the credit officer and the product partner

00:02:25.450 --> 00:02:27.990
to find ways to create value for our client.

00:02:27.990 --> 00:02:31.070
So, once you make that initial
proposal and you're in the business,

00:02:31.070 --> 00:02:32.900
you need to keep coming back to them with ideas.

00:02:32.900 --> 00:02:34.840
Otherwise, someone else will.

00:02:34.840 --> 00:02:38.590
So, it's a competitive environment,
especially here in Philadelphia.

00:02:38.590 --> 00:02:41.940
All the banks are alive and well
and we have to stand on our toes.